Quote follow-up

A quote changes the conversation. Once a customer has a figure in hand, whether it is an out-the-door price, a payment range or a trade estimate, the follow-up has a subject: what they think of the number, what they were comparing it against, and what would have to change.

It is also time sensitive in a way other follow-up is not. A quote reflects a specific vehicle, a specific set of incentives and a specific moment, and any of those can move within days, which gives a rep an honest reason to make the call.

Why it matters for a sales manager

Sending a number and waiting is the most common way a serious shopper goes quiet. The customer who asked for a figure is further along than almost anyone else in your pipeline, and they are sitting with quotes from other stores. If nobody calls to ask what they made of it, the store that does call gets to hear the objection and answer it.